Executive Director, Sales Force Effectiveness & Enablement

Merck • North Wales, PA

2d • $255,800 - $402,700 • Hybrid

About The Position

The Executive Director, Sales Force Effectiveness & Enablement, will report to the Associate Vice President, Field & Customer Excellence and serve as the enterprise leader for operational execution of Sales Force support activities. These activities will include sales planning (performance, sales objectives, etc.), incentive compensation, territory management, and field restructuring support across the entirety of our company's commercial portfolio in the US. This role is responsible for ensuring that all company field-facing sales teams are appropriately equipped to manage day-to-day business activities and ensure business performance goals are accurately reflected and tracked by sales leaders.

Requirements

• BS/BA required
• 12+ years across sales operations, sales information/analytics, territory design/alignments, field sales, account management, or equivalent field-facing enablement organizations, with demonstrated enterprise scope and complexity.
• Proven track record leading enterprise-scale, multi-workstream portfolios with complex dependencies and senior governance, delivering measurable field readiness and execution outcomes.
• Strong strategic planning, business savviness, and end-to-end understanding of sales and marketing levers
• Able to translate ambiguous commercial priorities into scalable operating models and decisions.
• Executive-level storytelling and synthesis; ability to drive alignment, negotiate trade-offs, and lead through influence across senior stakeholders.
• Strong portfolio/program leadership (prioritization, governance design, risk/issue management), process rigor, and a track record of building sustainable, repeatable ways of working with high attention to detail.
• Demonstrated mentorship and growth focus, with strategic, scalable insights to drive forward on upcoming launches over the next 3-5 years.
• Account Management
• Brand Management
• Business
• Business Acumen
• Business Decisions
• Business Planning
• Creativity
• Cross-Functional Teamwork
• Customer-Focused
• Digital Marketing
• Ethical Compliance
• Financial Analysis
• Incentive Compensation
• Issue Management
• Market Research Techniques
• People Management
• Pricing Strategies
• Product Management
• Product Roadmap
• Professional Networking
• Roadmapping
• Sales Force Effectiveness
• Sales Leadership
• Strategic Planning
• Territory Alignments

Nice To Haves

• MS and/or MBA preferred

Responsibilities

• Lead and integrate end-to-end field enablement across sales planning, field force incentives, field structure/territory alignments, and field readiness planning & execution to drive sales performance and execution across the US Market.
• Define the enterprise strategy, operating model, and multi-year roadmap for Field Effectiveness Strategy; leverage Director and AD-level execution resources to consistently translate brand objectives into measurable field performance goals, programs, and roadmaps
• Lead the team responsible for design, implementation, and, and continuous improvement of field KPIs, scorecards, and dashboards; lead territory performance and resource reviews and partner with Sales Leadership to ensure plan alignment and execution.
• Hold enterprise decision rights for incentive execution, field structure governance, prioritization, and trade-offs impacting sales deployment, customer coverage, and performance outcomes.
• Oversee end-to-end ownership of sales incentive execution and the field structure/alignment lifecycle from design through governance, implementation, and optimization; establish and enforce governance, controls, timelines, and compliance standards.
• Oversee a portfolio of interdependent programs (e.g., sales plans, realignments/restructures, accelerated and multi‑indication launches, and readiness initiatives) to ensure teams are launch-ready and seamlessly migrated to new structures.
• Align sales leadership, brand team, analytics, and operations to secure Field Effectiveness and Enablement buy-in; lead and coordinate change management, executing communication, training, and adoption plans.

Benefits

• medical, dental, vision healthcare and other insurance benefits (for employee and family)
• retirement benefits, including 401(k)
• paid holidays
• vacation
• compassionate and sick days

What This Job Offers

• Job Type: Full-time
• Career Level: Executive